Some things sound too simple to be true. Can you really improve sales results just by having your team think about what they have done? The short answer is yes. Studies in the real world have shown that effectively using the practice of personal reflection can produce significant performance improvements. For example, in the Harvard […]
5 steps to help younger sales staff overcome fears and improve performance
Younger members of your sales team – or individuals who may have come from a non-selling discipline – often have fears you wouldn’t expect. Sidebar: If you’re the Founder, Principal or business owner who has built the business, you may be surprised that anyone on your team actually has these concerns (as you probably don’t). […]
The twin sisters of killer sales performance improvement
When most sales managers and business owners think of improving results from their sales team they usually jump to ideas based on the ‘carrot or stick’ approach. But there are two other supportive behaviours that have much more potential to increase sales than either carrots or sticks. The beauty of carrots Within the sales profession […]
What does your sales team want from you?
Sales leaders are often challenged by the demands of managing the individual characters within their team to maintain not only harmony amongst the team, but also a sense of satisfaction within the individual. Old-style sales management used to focus on creating monetary incentives as the only reward for great performance. However times have changed and […]
B2B sales management strategies to motivate and retain a Gen Y team
The world of B2B sales has changed; and it hasn’t. What hasn’t changed is: The importance of personal communication and self-management skills for sellers. Clients place high value on sellers having Account Management and Solution Selling skills. Sellers have not been replaced by digital and social media. We now have social selling. Buyers want sellers […]